by Amy Cook | Oct 30, 2026 | Commission Management, Sales Management
Using a plan-to-pay as an evidence chain, not just a payment process, separates commission programs that retain agents from those that quietly bleed them out. Here’s what that means in practice: a trustworthy audit trail connects every agent’s quota...
by Amy Cook | Oct 20, 2026 | sales goals, Sales Management, Sales targets, Uncategorized
Your $15K SaaS deal and your $400K platform sale have almost nothing in common. One buyer, fast cycle, straightforward decision. The other: eight stakeholders, procurement, legal, two named competitors, and a security review that will take longer than your original...
by Amy Cook | Sep 30, 2026 | Industry Trends, Payment Industry, Sales Management, Uncategorized
Regulatory scrutiny of commission payments has moved from background noise to active enforcement. If you pay agents, affiliates, or independent contractors on commission, the IRS, DOL, SEC, and FTC all have a stake in how you structure those payments, and enforcement...
by Patrick McCarthy | Jun 18, 2026 | Sales Management
Organizations that treat Sales Ops as a strategic growth driver outperform those that treat it as administrative support. Revenue growth begins with smarter planning, not bigger teams. The best organizations use a compensation strategy to reinforce company priorities,...
by Rafael Echavaria | Jun 15, 2026 | Sales Management
Here’s a stat that should keep every sales leader up at night: Sales reps spend 60% of their time on non-selling tasks. That’s not a training problem or a motivation problem. It’s a design problem. Most organizations respond to lagging sales numbers...
by Rafael Echavaria | Jun 4, 2026 | Sales Management
Here’s a stat that should keep every revenue leader up at night: according to a Gartner Report, only 45 percent of sales leaders are confident in their organization’s sales forecasts. That means more than half of the companies out there are making critical...
